Presales Microsoft Security

The role

A Presales a solutioning expert against customer problems/ business needs. As a Presales Security you will act as the key technical contact / presales overlay role for our field sales team. You will demonstrate Microsoft Security technologies, execute quick feasibility assessments, scope technical and security design and develop proposals to meet customer needs. You will also illuminate the road to optimal security posture by leading whiteboard session and customer presentations. To be successful, you will possess exceptional presentation, written and verbal skills. You should be a subject matter expert in the Microsoft Security services portfolio. You will collaborate with the Business Development Manager, or BDM to help new and existing customers and land opportunities for defined Security portfolio elements.

Responsibilities:

• Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s) 
• Can engage with stakeholders from IT all the way to C-level
• Partners and co-owns sales activities at a customer level with the field-based account manager (Business Development Manager, or BDM)
• Performance and success measured by GP performance of region and individual accounts
• Analyze & gather business requirement from large & complex client environment and perform required research and investigation to identify and create thorough, accurate technical solution proposals based on client requirements
• Responsible for partnering with BDMs and local sales leadership to drive net new business opportunities within the existing regional account base as well as supporting customer acquisition activities as assigned

• Provide support in proposals and RFP response in an extensive, formal and timely manner

• Prepares cost estimates for professional services as well as managed services (deployment, implementation, workshops, managed services, etc.) by studying blueprints, plans, and related customer documents; consulting with engineers, architects, practice leads and other professional and technical personnel (both internal and external)
• Develop overall solutions including high-level design (e.g.-Whiteboarding), statements of work (SOW), service design and bills of materials (BOM)
• Input appropriate information into CRM tools
• Review customer requirements and recommend options and solutions that meet customer’s business goals and directives
• Contributes to account business plan development
• Develop relationships and act as liaison to local partners (VARs, publishers, distribution, etc.) to ensure available resources are being utilized where appropriate
• Act as a technical evangelist for marketing activities including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc.
• Partner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging

• Represent SoftwareONE in the market with a high standing reputation

• Maintain and report on regional service delivery, sales pipeline, and project status
• Maintain and acquire advanced level technical certification in assigned area and maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
• Maintain a very detailed level of relevant knowledge on the assigned portfolio element(s) to have meaningful and relevant conversations with customers and prospects  
• Construct service contracts and associated commercials/cost model based on scope and customer’s desired outcomes